Consultative selling training

Course Objectives

In business development roles where on-going relationships are critically important, it is best practice to take a consultative approach and be seen as a trusted adviser rather than a pushy sales person. This practical and interactive training course will provide attendees with the core skills in order to close a sale without being pushy or manipulative. It is ideal where cross-selling, up-selling, and customer referrals are important to your organisation.

Course outcomes

As a result of attending this training, attendees will have a solid sales framework they can follow which will map onto your own internal sales processes. Attendees will discover the importance of following a sales process and the need to get practice in what they have learnt on a daily basis and evolve and refine their sales approach.

Attendees will be left with a desire to continually work on their own selling skill without relying on external trainers. They will also be encouraged to seek internal support from managers and mentors.

Course Duration

1 day

Suitable for:

Consultants required to sell in addition to their consulting work
Business developers who have been trained in consultative selling but are not currently hitting their targets
More advanced business developers who want a refresher
Service delivery staff who need an appreciation of sales

Course Topics

How to close more sales without being pushy
Why your clients really buy from you
How to qualify a sales opportunity
How to find the real decision maker
How to handle a sales conversation
The critical things you must have in a proposal
How to minimise price objections
How to close the sale
How to ask for client referrals